This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom suggests that following a … [Read more...] about What’s more important: our Sales Process, or our Customer’s Buying Journey?
The Future of Sales Playbooks
This article originally appeared in Top Sales Magazine (link below). Sales playbooks have come a long way since their early manifestations as a … [Read more...] about The Future of Sales Playbooks
Sales Managers and Leaders: are you 100% happy with the hires you have made in the past 12 months?
Finding and recruiting good people into any position is hard. Hiring consistently great salespeople is particularly challenging - and the sad truth … [Read more...] about Sales Managers and Leaders: are you 100% happy with the hires you have made in the past 12 months?
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?
A New Year Resolution: eliminating wasteful sales behaviours
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply … [Read more...] about A New Year Resolution: eliminating wasteful sales behaviours
Creating collective value through customised value
I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant customer opportunity. I … [Read more...] about Creating collective value through customised value
